Ex. 4. Replace the words in italics by synonyms from the text.

1. and would not and would not value highlyan aggressive American___________________

2. to sign a transaction _____________________

3. one set of corporate goals ___________________

4. only those bosses automatically achieve position ___________________

5. emotion and sensitivity are of much greater significance _____________________

6. but quite simply unjustand ethically wrong. __________________

7. also wantmake the acquaintance of the person ________________________________

8. by having to talk with an aggressive. . . _____________________________

9. so as not to reveal their inadequacies insufficiency ___________________________

10. which he thought would be anunimaginable shame ___________________________

Ex. 5. Find in the text English equivalents for the following words and word-combinations.

иностранный рынок ________________________________________________

с одной стороны___________________________________________________

личные взаимоотношения ___________________________________________

хорошо образованный но неопытный _________________________________

большие премиальные______________________________________________

оказывать давление на клиентов______________________________________

подняться по служебной лестнице____________________________________

торговый представитель____________________________________________

долгосрочные деловые отношения____________________________________

COMPREHENSION

Ex. 6. Say if these sentences are true or false. Correct the false ones.

1. In the countries of North America and north-west Europe management is largely based on

personal relations, intuition, emotion and sensitivity.

2. In Japan companies traditionally have a policy of promotion by seniority.

3. A 50-year-old Japanese manager, would be pleased to negotiate with well-educated, but

inexperienced American 20 years his junior.

4. In most Asian cultures only those bosses automatically achieve status, who is more likely to be

in his thirties or forties than in his fifties.

5. In northern cultures, the principle of pay-for-performance often successfully motivates sales

people.

Ex.7. Answer the questions.

1. What do companies have to be aware of if they want to be successful in foreign markets?

2. What is management largely based on in the countries of North America and north-west

Europe?

3. What countries are individualist?

4. Who automatically achieves status in most Latin and Asian cultures?

5. Why might a well-educated but inexperienced 30-year-old American have no respect in

Japan or Italy?

6. What principle often successfully motivates people in northern cultures?

7. Why was the American concept of pay-for-performance unpopular in Italy, and in Asia?

Discussion

1. Would you like to work for a company that had a pay-for-performance policy? Does this only

work for salespeople, or could it be extended to all jobs?

2. Do you believe that it is possible to sum up national characteristics in a few words? Is there

usually some (or a lot of) truth in such stereotypes? Or, on the contrary, do you find such

stereotyping dangerous?

Text 2

International differences